About the job and responsibilities <h3 style="line-height:1.38;margin-top:14pt;margin-bottom:4pt;">We're looking for a Commercial Director to take ownership of our hotel portfolio's commercial strategy — from contracting and pricing to marketing alignment and team leadership. This is a role for someone with strong knowledge of the Romanian seaside hospitality market, who doesn't just manage relationships, but truly understands how to turn a hotel partnership into a well-priced, well-timed commercial success. </h3><h3 style="line-height:1.38;margin-top:14pt;margin-bottom:4pt;">Team & Hotel Portfolio Management</h3><ul style="margin-top:0;margin-bottom:0;"><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Lead and coordinate the Key Account Management team, setting clear commercial objectives and priorities;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Monitor the performance of the hotel portfolio and continuously identify growth and optimization opportunities;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Build and maintain strong commercial relationships with hotel partners and strategic accounts;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Participate directly in key negotiations and support the KAM team in securing competitive commercial terms;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Ensure that the portfolio required to achieve the company's sales targets is contracted on time and under competitive commercial conditions.</li></ul><h3 style="line-height:1.38;margin-top:14pt;margin-bottom:4pt;">Contracting & Commercial Strategy</h3><ul style="margin-top:0;margin-bottom:0;"><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Develop and implement the annual contracting strategy;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Define negotiation priorities based on hotel performance, expected demand, margin potential and strategic relevance;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Monitor contract status, availability, allotments and commercial conditions across the portfolio;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Negotiate and optimize discounts, commissions, special rates, Early Booking, Last Minute and other commercial mechanisms;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Identify strategic hotels and products where additional commercial focus or investment is required;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Ensure the right balance between portfolio coverage, availability, commercial risk and profitability.</li></ul><h3 style="line-height:1.38;margin-top:14pt;margin-bottom:4pt;">Pricing & Revenue Management</h3><ul style="margin-top:0;margin-bottom:0;"><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Develop, together with the team, the pricing strategy for the hotel portfolio and key products;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Continuously analyze pricing, demand, booking pace, occupancy and competitive positioning;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Adjust pricing strategies based on sales performance, demand evolution and margin objectives;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Identify periods and properties at risk of underperformance and initiate corrective commercial actions early;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Optimize the balance between sales volume, price competitiveness and profitability;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Use commercial and performance data to support pricing and inventory decisions.</li></ul><h3 style="line-height:1.38;margin-top:14pt;margin-bottom:4pt;">Offer Strategy & Marketing Alignment</h3><ul style="margin-top:0;margin-bottom:0;"><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Work closely with the Marketing team to build the annual commercial and promotional calendar;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Connect the marketing strategy with the offer strategy, pricing and actual product availability;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Identify the hotels, destinations and offers that should be prioritized within each campaign;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Contribute to the commercial strategy for Early Booking, Last Minute, Black Friday, tactical campaigns and key seasonal periods;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Ensure that before launching a campaign we have the right product, the right availability, the right price and a strong commercial proposition;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Analyze campaign performance and quickly adapt the offer strategy based on results and market demand.</li></ul><h2 style="line-height:1.38;margin-top:18pt;margin-bottom:4pt;">Key Success Measures</h2>Performance in this role will be measured through KPIs such as:<ul style="margin-top:0;margin-bottom:0;"><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Portfolio revenue and margin growth;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Price competitiveness;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Contracting coverage and portfolio readiness;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Availability during key demand periods;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Performance of strategic hotels and promoted offers;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Commercial effectiveness of promotional campaigns;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Speed of reaction to changes in demand and market conditions;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Performance and development of the Key Account Management team.</li></ul> Your profile We are looking for someone with:<ul style="margin-top:0;margin-bottom:0;"><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Direct experience working with hotels and strong knowledge of the Romanian seaside hospitality market would be a significant advantage.</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Relevant experience in tourism, hospitality, OTA, contracting, revenue management or commercial/sales roles;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Previous experience managing a commercial or Key Account Management team;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Strong negotiation and partner management skills especially in charter and allotment;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Solid understanding of pricing and revenue management principles;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Strong analytical mindset and focus on revenue, margin and profitability;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Ability to translate commercial data into clear actions and decisions;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Good understanding of marketing mechanics and how commercial offers influence campaign performance;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">Strong prioritization and decision-making capabilities in a fast-moving environment;</li><li style="list-style-type:disc;font-size:14px;font-family:Arial, Helvetica, sans-serif;color:rgb(0,0,0);background-color:transparent;font-style:normal;text-decoration:none;">A highly commercial and results-driven mindset.</li></ul>

Commercial Director @ szallas

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